Giving Presentations and Increasing Touchpoints

The first thing I have been thinking about is how you can build a better relationship with prospects and customers on the other side of a webinar. Since you don't see people, you can't access their body language or facial expressions. Sometimes you don't even know how many people are listening in or who they are. So here are some tips that we have been using and we are looking for anything else out there that has been successful.

1) Use video. Do a video of yourself as an introduction to who you are and why you have chosen to work at this company. This will at least allow them to see what you look like and you should be able to translate some more of your passion through video than through audio.
2) Regularly scheduled questions and polls. As opposed to going for fifteen minutes and then stopping to ask for questions, I find that it works better to build in short questions or a poll into your presentation or demo to force people to take a stand or make a comment. This gives you feedback on your pitch as well as hopefully giving you a window into the thoughts of more than just one person on the phone.
3) Make sure to get the names, titles, phone numbers and email addresses for everyone listening in and potentially anyone who was supposed to be there but wasn't. Then after the webinar or presentation send out a note to each person individually with a leave behind for your presentation. This leave behind should not be your deck but instead a more in-depth document in PDF. After these have been distributed follow up with a call to each to get feedback on the presentation and on the process going forward.  Try to leverage social media as well to connect with your prospects in other contexts such as LinkedIn and Twitter.
4) Finally, when scheduling follow up presentations or demos to go more in depth or to reach a different audience, consider bringing in someone else from the company so that they can go through the process above and try to build relationships as well. Chances are that each of you will hit it off with different people and that you will now have doubled your contacts at this company. We also have a senior manager make a call into a project sponsor to check in on how things are going so that we can add that one more touchpoint and get one more source of feedback.

Please let me know your feedback on these activities as well as anything else that has worked for you.